MKTG110 Selling

Department of Business Studies: Marketing

I. Course Number and Title
MKTG110 Selling
II. Number of Credits
3 credits
III. Minimum Number of Instructional Minutes Per Semester
IV. Prerequisites
V. Other Pertinent Information
VI. Catalog Course Description
This course evaluates selling as a component of the marketing mix. Students examine effective selling and steps in the selling process in the consumer and industrial markets. Topics include an analysis of consumers, motivation and communications, handling objections, closing techniques and the role of the salesperson.
VII. Required Course Content and Direction
  1. Learning Goals:

    1. Course
    2. Students will:
      1. demonstrate an understanding of the various types of sales positions;
      2. explain and utilize the various steps in the selling process;
      3. role play a complete sales presentation;
      4. describe and explain the other duties and responsibilities of a sales person; and
      5. analyze consumers, motivation and communications, handling objections, and closing techniques.

    3. Core (if applicable)
    4. This course is not included in the Core.
  2. Planned Sequence of Topics and/or Learning Activities:

    1. discuss the importance of selling, selling as a career, and qualities necessary for successful selling
    2. demonstrate the interpersonal skills required for selling including communication fundamentals
    3. develop sales presentations to include prospecting, opening the sale, handling objections, gaining interviews, solving problems and closing the sale
    4. demonstrate oral communication skills
    5. role play a complete sale presentation
    6. discuss the sales manager’s role in planning and organizing the sales force
    7. discuss the sale manager’s task of staffing, directing and controlling the sales force
    8. discuss the legal and ethical consideration related to personal selling
  3. Assessment Methods for Core Learning Goals:

    1. Course
      1. Course learning goals are assessed using a variety of quizzes, tests, performance-based tasks, class participation, and by role playing a selling presentation.

    2. Core (if applicable)
    3. This course is not included in the Core.
  4. Reference, Resource, or Learning Materials to be used by Students:

    See course format.
VIII. Teaching Methods Employed
Section VIII is not being used in new and revised syllabi as of 12/10/08.

Review/Approval Date - 2/99; Revised 4/05; Revised 11/2011